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需求理论知识使我们能够了解谈判桌上双方所涉及的需求,需求理论也能够使我们确定每种谈判技巧的有效性。此外,需求理论也为我们提供了广泛的选择,供我们在谈判中作肯定性地、防御性地使用。了解每一种需求的相对效力,我们即可以找到最佳的处理方法。谈判技巧越是涉及基本需求,谈判就越会成功,而在整个谈判过程中,需求越是基本,就越有效。
The demand theory allows us to understand the needs of both parties at the negotiating table, and demand theory can also enable us to determine the effectiveness of each negotiating skill. In addition, the theory of demand provides us with a wide range of options for us to use definitively and defensively in our negotiations. Understand the relative effectiveness of each of the needs, we can find the best approach. The more negotiation skills are involved in basic needs, the more successful negotiation will be, and the more basic the needs are, the more effective the negotiation process.